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/wp-content/uploads/2013/02/view_183807.jpgI recently had the opportunity to present in front of 40+ senior sales colleagues as part of a Sales Onboarding series. During this session I represented our services portfolio and covered topics around customer buying cycle, value proposition and questions around how and when to sell.

This was just another great experience to stand in front of experienced sales colleagues and sell our services story. Beside the (sometimes old-fashioned) communication tools with sales via instant messaging or email, this was a great opportunity to get direct and open feedback just-in-time.

During the session, we had a great discussion around value of the portfolio and how to convince the customer during his decision cycle. Here are some key lessons learned which every sales enablement professional should take into account when presenting in front of sales:

  • Provide information how to engage with other parts of the organization during a sales cycle
  • How do typical compensation and discount models look like
  • How do you compete and/or partner with additional/other offerings in your market
  • Provide any examples and showcases where sales successfully positioned your portfolio

My recommendation out of this: provide a 360° view for your sales colleagues. It is not all about the value of your respective portfolio. At the end of the day, sales colleagues are also looking for competitive information, pricing and compensation models as well as Best Practices (“real life examples”).

Follow Stefan on Twitter @stefafunk

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